Phreesia, Inc.

Good evening, ladies and gentlemen, and welcome to the Frisia Fiscal Third Quarter 2023 Earnings Conference Call. At this time, all participants are in a listen-only mode. We will provide instructions for the question and answer session to follow. First, I would like to introduce Balaji Gandhi, Senior Vice President, Investor Relations of Frisia. Mr. Gandhi, you may begin.

Thank you, Operator. Good evening and welcome to Freesia's earnings conference call for the fiscal third quarter of 2023, which ended on October 31st of 2022. Joining me on today's call are Haim Indig, our chief executive officer and co-founder, and Randy Rasmussen, our chief financial officer. The complete discussion of our results can be found in our earnings press release and in our related Form 8K submission to the SEC, including our quarterly stakeholder letter both issued after the markets closed today. These documents are available on the investor relations section of our website at ir.freesia.com. As a reminder, today's call is being recorded, and a replay will be available on our investor relations website at ir.freesia.com following the conclusion of the call. During today's call, we mainly make forward-looking statements, including statements regarding trends, our anticipated growth, our strategies, predictions about our industry, and the anticipated performance of our business, including our outlook regarding future financial results. Forward-looking statements are subject to various risks, uncertainties, and other factors that may cause our actual results, performance, or achievements to differ materially from those described in our forward-looking statements. Such risks are described more fully in our earnings press release, our stakeholder letter, and our risk factors, including our SEC filings including in our quarterly report on Form 10-Q that will be filed with the SEC tomorrow. The forward-looking statements made on this call will be based on our current views and expectations and speak only as of the date on which the statements are made. We undertake no obligation to update and expressly disclaim the obligation to update these forward-looking statements to reflect events or circumstances after the date of this call or to reflect new information or the occurrence of unanticipated events. We may also refer to certain financial measures not in accordance with generally accepted accounting principles in order to provide additional information to investors. These non-GAAP measures should be considered in addition to and not as a substitute for or in isolation from our GAAP results. A reconciliation of GAAP to non-GAAP results may be found in our earnings release and stakeholder letter, which were furnished with our Form 8-K filed after the markets closed today with the SEC and may also be found on our investor relations website at ir.frieser.com. One final note, as discussed in our stakeholder letter, we are updating the nomenclature of one of our revenue categories in our consolidated statement of operations, beginning with this reporting period. The revenue line previously named Life Sciences will be named Network Solutions going forward. This change in nomenclature had no effect on prior revenue amounts. We have provided background on why we chose to make this change in our stakeholder letter. I'll now turn the call over to our CEO. Hi, Mindig.

Thank you, Balaji. Good evening, everyone. Thank you for participating in our third quarter earnings call. Our stakeholder letter and earnings release hit the wires just after 4 p.m. Eastern, so let me share some key highlights for those of you who haven't had a chance to go through all the materials yet. Revenue in the third quarter with $73 million, up 31% year-over-year. That's our seventh consecutive quarter of over 30% revenue growth. I want to congratulate and thank the entire Freesia team for making this happen. In the quarter, our average number of healthcare services clients was 2,982. We added 206 average healthcare services clients from the second quarter to the third quarter. Healthcare services revenue, which is the combination of subscription and related services and payment processing revenue, was up 30% year-over-year in the third quarter. On a per-average healthcare services client basis, subscription and related services revenue remained in the $11,000 range in the third quarter, reflecting both our land and expand go-to-market motion and another quarter of growth in average healthcare services clients. Payment processing revenue grew 22% year-over-year in the third quarter. Network solutions revenue, the new name for our revenue category previously known as life sciences, was up 33% year-over-year. Moving on to our outlook for the rest of the fiscal year. We expect revenue for the fiscal year 2023 to be at least $278 million, up from a range of $273 million to $275 million. We expect average healthcare services clients to increase by approximately 150 in the fourth quarter. We expect fourth quarter subscription and related services revenue on a per average healthcare services client basis to remain roughly in line with our second and third quarter results. We continue to see solid operating leverage. and we expect to return to adjusted EBITDA profitability in fiscal year 2025. Based on our strong year-to-date performance, we've taken up adjusted EBITDA outlook for the fiscal year to approximately negative 95 million from a previous range of negative 109 million to negative 106 million. We remain comfortable with our ability to finance our fiscal year 2025 targets and expect to end fiscal 2023 with approximately $170 million in cash and cash equivalents. We believe our capital allocation strategy sets us up to deliver on our financial targets for fiscal 2025 and beyond. Everyone here at Freesia is focused on driving value for all of our stakeholders, including our driving shareholder value. Operator, we think we can now open it up for Q&A.